Founding Enterprise Account Executive
Job description
About the role
Founding Enterprise Account Executive Opportunity at Ceartas
About the Position
We are seeking a Founding Enterprise Account Executive to spearhead the creation of our enterprise sales division. This role is central to defining and driving our commercial strategy for large-scale studios and creators who utilize Ceartas and Midnight AI. You will be responsible for owning the entire sales cycle, from initial contact to final closure, and for establishing the foundational processes that will enable our enterprise business to scale. Your work will directly shape the commercial trajectory of our organization within the high-stakes markets of entertainment, gaming, and media.
Key Facts
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Location: USA
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Engagement: Full-time
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Compensation: Base salary of $130,000 USD per year; uncapped OTE; equity on offer
Core Responsibilities
Your primary mission is to identify, pursue, and close complex enterprise opportunities. You will set market priorities in collaboration with our founders and leadership team, specifically targeting the entertainment vertical. A critical part of your role involves chasing down sophisticated opportunities within gaming, sports, and other IP-heavy segments. You will be tasked with crafting discovery frameworks and compelling pitch narratives that effectively translate our technical safeguards into tangible business value for the client.
Establishing a repeatable and scalable sales methodology is a fundamental duty. This includes creating essential sales assets such as pitch decks, discovery frameworks, demo flows, and comprehensive sales playbooks. You will own the end-to-end process of shipping proof of concept timelines, which are vital for demonstrating product-market fit signals to key stakeholders. A significant portion of your role will involve navigating legal, security, and procurement reviews to ensure deals progress smoothly and efficiently.
Required Qualifications and Experience
Prospective candidates must bring a minimum of 4 years of proven experience in closing mid-market to enterprise-level deals. This experience should be within SaaS or related fields that involve complex buying committees. You must be adept at handling the intricacies of risk-averse procurement processes. The ability to translate our sophisticated technical safeguards into clear, understandable business value for buyers in entertainment, gaming, sports, and media is essential. Success in this role requires the capability to build deep trust across legal, security, and C-suite stakeholders while simultaneously managing multiple concurrent relationships.
Preferred Qualifications and "Nice to Haves"
Possessing existing relationships within entertainment studios, production companies, or sports bodies is highly advantageous. Prior experience selling to streaming platforms, talent agencies, or organizations operating within the creator economy is also a significant plus. A deep understanding of IP protection, digital rights management, content security, and anti-piracy workflows is expected. Candidates who have previously served as a founding sales hire and successfully built a repeatable sales process in a previous company are strongly preferred.
Practical Information and Logistics
This role operates during standard business hours, although travel will be required for trips to our team in Ireland and to client sites as deals necessitate. Positions may require eligibility to work in Ireland for Ireland-based travel; visa support details remain the purview of our Human Resources department.
Required Skills and Tools
- Proficiency with Ceartas
- Proficiency with Midnight AI
Why This Role is Significant
Piracy drains creators and studios of billions in revenue annually, while deepfakes cause real and tangible harm to talent and executives. This position represents a critical opportunity to build the technology and systems necessary to protect intellectual property at internet scale. As our first enterprise sales hire, you will have the unique chance to build something meaningful from the ground up, defend pricing and positioning in strategic conversations, and partner with product teams to prioritize features for production companies and agencies. You will not just sell a product; you will help define the future of digital rights protection for the entire industry.
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What you'll do
Strategic Enterprise Sales Execution
You will own the complete enterprise sales cycle for Ceartas and Midnight AI, engaging large-scale studios, production companies, and creators in the entertainment, gaming, and media sectors. Your core responsibility is to identify high-value opportunities, execute discovery, and craft compelling narratives that connect our technical safeguards to critical business outcomes around IP protection and revenue preservation. You will set market priorities in direct collaboration with founders and leadership, with a specific focus on entertainment verticals. This includes actively pursuing sophisticated opportunities within gaming, sports, and other IP-heavy markets. A central part of this role is translating complex technical capabilities into clear, business-focused value propositions tailored to the needs of buyers in these sectors.
You will establish a repeatable and scalable sales methodology for the enterprise division. This involves creating and maintaining essential sales assets, including pitch decks, discovery frameworks, demo flows, and a comprehensive sales playbook. You will own the end-to-end management of proof of concept timelines, which are critical for validating product-market fit signals with key stakeholders. A significant portion of your workflow will involve navigating legal, security, and procurement reviews to ensure deals advance efficiently and successfully. You will forecast pipeline and manage multiple deals at various stages, providing data-driven updates to leadership.
Internal Collaboration and Product Feedback
You will act as the primary voice for the customer within the company. This involves partnering closely with product teams to prioritize features and convey real-world market needs. Your analysis of deal trends and stakeholder feedback will directly influence the product roadmap for Ceartas and Midnight AI. You will defend pricing and positioning in strategic conversations, ensuring that the value of our solutions is clearly articulated and understood. Success requires building deep trust across legal, security, and C-suite stakeholders while managing multiple concurrent relationships with precision.
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Requirements
Minimum Qualifications and Experience
Candidates must possess a minimum of 4 years of proven experience closing mid-market to enterprise-level deals. This experience must be within SaaS or related fields involving complex buying committees. You must be adept at handling risk-averse procurement processes common in enterprise environments. The ability to translate sophisticated technical safeguards into understandable business value for entertainment, gaming, sports, and media buyers is essential. You must demonstrate the capability to build deep trust across legal, security, and C-suite stakeholders while simultaneously managing multiple concurrent relationships.
Preferred Qualifications and Experience
Possessing existing relationships within entertainment studios, production companies, or sports bodies is highly advantageous. Prior experience selling to streaming platforms, talent agencies, or organizations operating within the creator economy is a significant plus. A deep understanding of IP protection, digital rights management, content security, and anti-piracy workflows is expected. Candidates who have previously served as a founding sales hire and successfully built a repeatable sales process in a previous company are strongly preferred.
Logistics and Tools
This role operates during standard business hours, with required travel to our team in Ireland and to client sites as deals necessitate. Eligibility to work in Ireland may be required for Ireland-based travel; visa support is handled by Human Resources. Required tools and skills include proficiency with Ceartas and proficiency with Midnight AI.
Why You Are Needed
This role is foundational to establishing our enterprise sales division and defining how we engage with the most strategic customers in our market. You will set the standards for discovery, negotiation, and execution for the entire sales organization. The position demands resilience, strategic thinking, and the ability to operate effectively in a fast-paced startup environment while maintaining the discipline required for complex enterprise sales cycles.